Negotiating Difficult Business Conversations

The Program on Negotiation at Harvard Law School

Negotiating Difficult Business Conversations

Dealing with Tough Topics Productively

Generate breakthrough innovation; close critical deals on your terms; save important relationships; motivate performance; maintain your self-respect; creat standout teams; and turn conflict into an asset instead of liability.

In Negotiating Difficult Business Conversations, you will learn:

• The hidden and corrosive costs of avoiding difficult conversations;
• The three internal “conversations” that determine whether you will be part of the problem, or lead the way to a solution;
• The hidden factor that explains why we find some conversations so difficult and others not, and why different people find different conversations difficult;
• How you can engage in joint problem solving, even with people who seem irrational, wholly selfish, unprincipled, or untruthful;
• How to avoid the most common pitfalls in beginning a difficult conversation;
• What to do with strong emotion – yours or theirs, so it helps rather than hinders;
• What to do if the other person attacks you, or won’t listen to what you have to say;
• When it’s worth it, and when it’s not.

In Cambridge, Massachusetts

April 14-15, 2009

July 13-14, 2009

http://www.execseminars.com/

http://www.pon.harvard.edu/